Tom Tunguz

JANUARY 16, 2013

But instead of three separate customers, Expensify sells to three internal customers: employees, managers and finance. Expensify has adopted a bottoms-up strategy to win their market segment, so they target the end user who values ease of use. Managers file department expense reports with finance.

Product Marketing 100

Product Marketing Marketing Sales Advertising 100

Tom Tunguz

APRIL 25, 2012

Encouragingly, the market size for enterprise software is roughly equal to the market size for the SMB market: about 57M potential seats in each. Of course, the true number depends on the market segment: sales, HR, payroll, expense management, etc. But these two markets require very different approaches.

SMB 100

SMB Scale SaaS compliance 100

SaaSOptics

APRIL 14, 2022

The revenue gained from a fixed pricing model is easy for finance teams to recognize; however, you could easily overcharge or undercharge your customers based on their product usage. These fluctuations in MRR create challenges for finance teams who still manage all their core financials in a spreadsheet.

Payments 98

Payments Pricing SaaS Payments Payment Services 98

User Pilot

DECEMBER 13, 2023

The jobs-to-be-done (JTBD) framework is a customer-centric tool for product development and innovation, focusing on understanding the specific tasks or “jobs” customers hire products to do, providing insights into customer motivations, guiding innovation, aligning product features with real needs, and aiding in market segmentation.

Software Review 105

Software Review Underperforming Technical Team Interviewing Innovation 105

Tom Tunguz

APRIL 16, 2013

Encouragingly, the market size for enterprise software is roughly equal to the market size for the SMB market: about 57M potential seats in each. Of course, the true number depends on the market segment: sales, HR, payroll, expense management, etc.

SMB 100

SMB Scale Startup SaaS 100

Andreessen Horowitz

OCTOBER 4, 2023

Given the shifting landscape, it’s helpful for you as a CEO and/or founder—or for your finance and capital markets teams, if you have those hires to help you through this process—to know who the key players are at each stage so you can spend your time and energy speaking to the right firms. small business loans for their customers).

Outsourcing Services 129

Outsourcing Services Software Review Scale Banking 129

Tom Tunguz

MAY 29, 2014

Marketing teams can sift through the data to understand market segmentation and funnel efficiency, and product management can parse the data to improve the on-boarding experience. The large amount of users using the product enables A/B testing with statistical significance, a non-trivial strategic advantage.

Scale 100

Scale Education Startup Finance 100

SaaStr

OCTOBER 31, 2019

I would argue that retention is probably the most important of these categories, so the first thing to note is that retention is really going to differ, depending on your market segment. You can’t talk with a founder without talking about financing. Our recommendation is that you think one financing ahead.

Cloud 113

Cloud Scale AWS Artificial Intelligence 113

OpenView Labs

JUNE 3, 2021

For example, only Finance manages the books, and only Engineering actually writes the code for the product. Specifically, I’m talking about product management and product marketing. “Think of product marketing as a role that helps both product management and the company scale.”

Product Marketing 98

Product Marketing Sales Hiring Startup Sales Recruiting 98

SaaStr

AUGUST 5, 2019

So what is our target market? We go after two market segments, and I think this is important because when you’re a young SaaS company, we would be happy to sell to anybody who had a pulse. And we said we’re not going to focus on these other segments, which is real large enterprises and also consumers.

Sales Recruiting 202

Sales Recruiting Construction Scale SaaS 202

Point Nine Land

JANUARY 2, 2019

It started with Salesforce in the sales category, followed by Hubspot for Marketing, Zendesk for customer support, Intuit or Xero for finance, Zuora for payment, Slack for internal communication to the more recent ones like Invision’s app store for design or Intercom for customer communication.

Payment Methods 66

Payment Methods Payment Solutions SaaS Payments Payments 66

SaaSOptics

AUGUST 11, 2022

Rising inflation and a weak stock market are causing investors to be more careful with their financing, and without a plan to manage your cash runway effectively, you’re putting both yourself and your company at risk. However, not all companies are fortunate enough to be flushed with cash from previous funding rounds.

Scale 97

Scale Scaling Technical Review Venture Capital 97

SaaStr

NOVEMBER 12, 2019

The great thing that I’m very proud of is that the majority of the first two rounds of financing for SalesLoft came from the Southeast. SalesLoft’s raised money from firms in New York City, SalesLoft’s raised money from firms in Silicon Valley. But again, capital is so much more mobile.

Sales Recruiting 201

Sales Recruiting Scale Outsourcing Services Sales Hiring 201

OPEXEngine

FEBRUARY 1, 2022

It is not just a finance focus, but your job is to facilitate the view through every aspect of your business. When structured correctly, finance can improve overall operational efficiency by helping all the operators be more thoughtful about their business. You also need to challenge other functions to have a multi-year perspective.

SaaS Payments 52

SaaS Payments Payment Services Payment Solutions SaaS 52

Valuize Consulting

NOVEMBER 25, 2024

This guide emphasizes the importance of making informed decisions based on robust data and financial models, fostering a deeper understanding between Customer Success and Finance. Tools like NPV not only quantify the expected impact but also help bridge communication with finance teams.

Payment Services 52

Payment Services SaaS Payments Customer Success Payments 52

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Marketing Qualified Lead. Mid-market. Forecasting. Fortune 500.

Scale 105

Scale Payment Methods Sales Recruiting SaaS Payments 105

OpenView Labs

APRIL 20, 2020

I discussed this on a call with a client last week: One person said “finance never lets us do that.” Our data is showing that community value drivers are becoming more important in our value-based market segmentations (see customer value and pricing scenarios ). They aren’t getting paid.”. The latter is worth noting.

Pricing 69

Pricing SaaS Payments Payment Solutions Payment Methods 69

Sales Hacker

OCTOBER 10, 2019

Now you need to merge their Salesforce account with yours in some meaningful way, and theirs was set up with custom objects to represent their particular products and services, and they export this data in a spreadsheet for finance to assign commissions and invoices. Order > Commissions. How This Works for Account-Based Sales.

Scale 72

Scale Government Payment Features Data 72

SaaStr

JUNE 16, 2020

And so we’ve learned good best practices to put more tools and more controls in the hands of frontline managers, frontline reps so the back end finance teams, sales ops teams aren’t inundated. But if you make it seem like it’s an operations and finance approval, then you’re kind of stuck in that path.

Sales Hiring 210

Sales Hiring Scale SaaS Payments Payment Services 210

Sales Hacker

DECEMBER 12, 2017

In general this should increase with seniority and market segment. On top of that finance and leadership is probably expecting a similar growth curve as your first product (cause why not?), Base/Variable split is a crucial element to every comp plan. New products are probably the toughest thing to compensate on.

Compensation 97

Compensation Sales Hiring Sales Payment Services 97

Outseta

JANUARY 20, 2020

Focus on a market segment until you dominate it When I arrived at Buildium, we were selling our product only to residential property managers located in the United States. What I love about this list is so many of these ideas fly in the face of what we often read about “successful” SaaS start-ups in the media.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

Chart Mogul

JUNE 8, 2018

It should be clear how you’re planning to expand your total addressable market (TAM).” ” Market expansion can take several forms, such as increasing wallet share of your current customer segment, adding other market segments on top or expanding internationally.

Venture Capital 84

Venture Capital Software Review Scale Startup 84

Panintelligence

AUGUST 12, 2024

This form of analytics is extensively utilized across different sectors, including finance for credit scoring and marketing for customer segmentation. It is often used in market segmentation, image processing, and pattern recognition to identify distinct groups within a data set.

Data 52

Data Data Analysis Healthcare Social Media 52

SaaStr

DECEMBER 5, 2019

Big companies, CVCs, they can get creative with financing, so generally don’t lead rounds. To get that distribution all over the world in different market segments. Workday wasn’t in that model, so we have a slightly different approach to portfolio development. There are exceptions to this, of course.

Development Team Review 147

Development Team Review Scale Technical Review Software Review 147

Navint

APRIL 3, 2019

Defining the offer, experimenting with discrete market segments, testing pricing/packaging, and solidifying the business case takes place. Sales and marketing efforts are properly aligned (i.e., Exploring : Starts with an idea about launching a recurring revenue business or service line.

Revenue 45

Revenue Scale Compensation Acquisition 45

Sales Hacker

APRIL 22, 2019

Nick Worswick : I got my career started in finance, and I learned that I didn’t really want to be in finance. The second question is, is that the existing TAM, or are you also including the next product development cycle where you’re going after this next market segment that you haven’t yet approached?

Development Team Review 66

Development Team Review Scale Software Review Sales Hiring 66

Intercom, Inc.

OCTOBER 15, 2020

” Then we’d look over the wall and we’d see people in market segments and we’d see personas, and we’d see all this stuff. I can’t have demand without the product, and that everything I would define would be from the product side or from the supply side of the world. How stupid is that?

Sales Hiring 265

Sales Hiring Sales VP of Engineering Underperforming Technical Team 265

ProfitWell

DECEMBER 3, 2019

Revenue-based financing & MRR Lines. Revenue-based financing is one option. Your investors will now look to give you a cash injection that will help you grow to meet levels of demand in your market and to reach new market segments.

Venture Capital 56

Venture Capital Scale SaaS Benchmarks 56

Outseta

MAY 8, 2020

Best of all, the types of smart people that you run into in tech run the gamut from highly technical software engineers, to massively creative designers and marketers, to analytical data wizzes and finance experts. I find that refreshing.

Part-Time VPE 102

Part-Time VPE Fractional VPE Sales Hiring Underperforming Technical Team 102

Cardin Partners

JUNE 19, 2017

Make sure that you have all of your constating documents (articles of incorporation, shareholders resolutions, annual corporate and tax filings) well organized and available in the same or similar format to the one that you’ll use when providing information to the buyer in confirmatory due diligence.

Software Review 49

Software Review Acquisition Customer Lifetime Value Market Segmentation 49

Point Nine Land

DECEMBER 12, 2018

If you have a great product with high NPS, low churn, and an excellent position in your market segment, you have a decent chance of getting to $100M in ARR even if your growth rate starts dropping significantly below 100% y/y at around $10M in ARR. The good news is that growing a little slower is not the end of the world.

Sales Recruiting 61

Sales Recruiting SaaS Payments Sales Hiring Scale 61

ProfitWell

NOVEMBER 12, 2019

You can rely on value-based pricing to deliver products and services to different market segments. Put together a ‘pricing committee” comprised of members from sales, finance, product, marketing, and a coordinator who’s the driver of your research and strategy. Planning and prioritizing.

Pricing 45

Pricing Payments Underperforming Technical Team SaaS Payments 45

User Pilot

MAY 21, 2024

It aims to enhance the customer experience to increase conversions, thereby optimizing marketing investments both in terms of performance and finances. Even slight upticks in conversion rates can have significant implications on revenue streams, positioning CRO as a potent arsenal in the SaaS sector’s toolkit.

Scale 52

Scale Strategy User Experience Acquisition 52

SmartKarrot

SEPTEMBER 7, 2022

For instance, you might have to share your market share with the competition, or your target audience might prefer an alternative product. Therefore, you should be considering SAM to narrow the market. SAM provides you with the market percent that you should be addressing based on your business model. Importance of SAM.

Marketing 10

Marketing Scale Business Market Segmentation 10

SmartKarrot

FEBRUARY 9, 2022

However, one can find top executives in sales, marketing, finance, product, or customer support who are ready to carry out the role of a CS professional. Mention how you will focus on avoidable churn in the mid-market and small market segment. This hiring comes with some costs.

Customer Success 10

Customer Success Sales Hiring Technical Review Scale 10

User Pilot

APRIL 18, 2024

TL;DR Customer segmentation involves dividing your customers into different groups based on common characteristics, such as age, gender, industry, device type, and company size. Market segmentation, on the other hand, focuses on dividing the broader target market into different segments.

Customer Lifetime Value 103

Customer Lifetime Value Sales Recruiting Market Segmentation Scale 103

OpenView Labs

MARCH 30, 2020

Any sort of churn helps you to understand if your product is providing value for your customers, if it’s priced fairly, if you’re targeting the right market segments and so much more. If they fail to do that and end up overspending, the company may require outside financing simply to survive—and that’s rarely a good position to be in.

Benchmarks 83

Benchmarks Technical Review Churn Scale 83